Channel Manager – Alliance & Marketing
Solutions Middle East
مجموع سنوات الخبرة :14 years, 0 أشهر
• Successfully achieved a target of AED 3Mn in margins (Bottom line).
• Manage sales and marketing support and coordination efforts for Opentext, YSoft, Inspiretech, NComputing in UAE.
• Ideation and implementation of marketing programs and subsequently tracking and analysis.
• Responsible for developing relationship with major SI/Nis such as Dimension Data, Alpha Data, CADD Emirates, Wipro, GBM, 3i Infotech, Securetech, etc.
• Currently handling a partner ecosystem of 40 partners.
• Organise tailored marketing events for vertical specific customers in the B2B segment.
• Creation and launch of sales enablement tools for internal and partner community.
• Have handled B2B and PR activities of the company.
• Creation of sales and marketing budgets/collaterals.
• Work with internal marketing team to maintain alignment of activities with vendor’s global campaigns while adapting to regional market. Promoted products effectively and in coherence with sales requirements.
• Tracking the effectiveness of marketing programs through reporting and analysis.
• Support business development and account management team with customer engagements.
• Go to market planning and execution for the partners.
• Involved in delivery of campaigns, offers and customer experience.
• Managing OEM relationship and partner relationship.
• Deft in handling marketing activities entailing campaign / project planning, scope definition, estimation, finalizing deadlines, Quality Reviews and ensuring timely delivery of the project
• Manage relations with ATL/BTL agencies, on-line and direct marketing agencies to ensure quality and timely delivery of scope of work.
• Ensuring the certifications level internally for maintaining existing vendor alliances/new alliances.
• Handling channel enablement, channel conflict, channel business plan.
• Pricing strategy and conflicts.
• Ensuring knowledge transfer sessions for partner community.
• Ensuring channel productivity and its monitoring.
• Appointment of new channel partners - channel recruitment.
• Planning and organizing partner events, customer events.
• Monitoring lead generation with telemarketers.
• Managing end to end solution sales in north and east India, Nepal and Bangladesh through channels and direct touch.
• Managing end to end solution sales in Telecom/KPO/BPO/Govt. verticals across India directly.
• Selling recording solutions/ interaction analytics / WFM and real time impact solutions.
• Selling applications like speech analytics, back office suite, work force management solutions, performance management solutions.
• Involved in consultative selling, working on ROIs and organizing POCs.
• Sound knowledge of call center solutions like ACD, IVR, Voice loggers and other third party solutions.
• Handling telecom vertical (Airtel/Aircel/Idea/Tata Docomo/Uninor/Datacom/MTS/Stel)
• Handling a target of $1.2Mn of order booking per quarter.
• Delivering value and volume target.
• Relationship building with the CXO level for solution selling and large deals.
• Ensuring large account/strategic account management.
• Ensuing lager wallet share in the given set of accounts.
• Responsible for mapping exercise and positioning calls.
• Handling targets for new business from existing accounts and new business from new accounts.
• Ensuring regular POC with customer for new solutions.
• Act as a single point of contact for the customer. Coordination with support / implementation and technical teams as and when required.
• Managing channel partners like Avaya Global Connect, Wipro, Siemens, IBM etc.
• Responsible for channel enablement, channel business plan and channel productivity.
• Organized customer and partner engagement events in Bangkok, China.
• Growth of Channel business by 25%.
• Cracked 12 new accounts for the organization.
• Got the first deal of RTI platform of $1.2Mn in APAC.
• Churned one competition account.
• Added three new partners to the ecosystem.